Selling someone who is very quiet and evasive is one of the hardest challenges a salesperson can face. The reason why this person is so difficult to sell is because they are silent, non committal, and give out no information for you to use to find out what they want. They say little and always seem to be anything but interested. They just will not give you anything to help you get a bead on selling them.
You have to be much more personable than usual if you want to sell this type of prospect. You must show how the service or product will appeal to their convenience, pride, ambition, and satisfaction. You must keep searching until you find the something that gets them to open up. Let this person be the center of attraction. Stating a position that he does not agree with will make him defensive and he may also want to challenge you. If you play to his ego he may warm up to you and respond to your probes and suggestions.
If you do not get results with this type of individual doing what you are doing then you must vary your approaches until you hit on one that will open him up. Selling this type of close mouthed silent type is best done by flattering them and appealing to their pride, ambition, and convenience.
Thank you
Joe D'Ambra
www.basicsofsales.com
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